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National Accounts Retail Manager - Nor Cal

O'Neill Vintners & Distillers

Remote > Pleasanton, CA

Job Description:

O’Neill Vintners & Distillers was founded in 2004 with a simple idea from our founder, Jeff O’Neill, that great wines should be enjoyed by all. We believe those wines must be of exceptional quality centered around our core belief that doing the right thing for our employees, consumers, partners, and the planet is key to a sustainable future. As our family-owned business has grown, so has our belief in business as a force for good—we are proud to be an industry leader in sustainability and a Certified B Corporation.

We are one of California's largest wineries, with operations in Larkspur, Sonoma, Paso Robles, and Parlier/Reedley, CA. Our award-winning portfolio of consumer brands includes Line 39, FitVine, Harken Chardonnay, Rabble, Charles Woodson’s Intercept, Robert Hall, Allegro Cellars, Ram’s Gate, Wines of Substance, ViNO, and BrandyLab.

The National Account Retail Manager in Northern California is responsible for driving profitable and sustainable growth in respective customer groups through their personal account responsibilities. They are responsible for managing the strategy, development, and implementation of company initiatives to grow volume, share, and profitability in assigned off-premise accounts. They also own the relationship with the wholesaler National and Regional Account Executive levels within those organizations. They work in partnership with the O’Neill Sales Zones.

ACCOUNT RESPONSIBILITIES:
The National Account Retail Manager in Northern California will be responsible for the management and development of a core group of National Retail Accounts that include regional and national accounts but may not be limited to the following: Raley’s, Save Mart, Costco CA, Safeway Northern California, Wine.Com, Cost Plus, Sprouts

DUTIES & RESPONSIBILITIES:
*Responsible for developing and executing long and short-term key customer sales and planning (retail strategy, promotional, & KPIs)
*Deliver specific Plan on a Page key initiatives by selling ads, planners, distribution, and programs, as well as growing company revenue, volume, profits, and share by utilizing market data to identify opportunities within the customer.
*Responsible for customer P&L and A&P spending with account and wholesaler.
*Educate customer and distributor partners on O’Neill Vintners & Distillers through monthly business reviews, new item presentations, and ongoing communication.
*Work closely with the O’Neill Sales network to assist, communicate, and execute programs to achieve volume, distribution, and execution goals across the chains.

Wine Knowledge Requirements:
*Passionate about wine and O’Neill Vintners & Distillers.

Required Skills/Competencies:
Results driven: Execution of the region's key directives and initiatives (KPI).
Strategic Agility & Planning: 12-18 mo. horizon and partners with key internal and external stakeholders to build effective plans.
Financial Acumen: Executing the financial objectives of the org, pivoting where appropriate based on market conditions.
Business Acumen: Expert in the category and marketplace conditions
Negotiation Skills: Using storytelling complimented by price to sell effectively and overcoming internal bias and customer objections.
Problem-solving: Quickly assess, triage, and solve complex issues
Insights & Data Skills: Syndicated, qualitative, and using it for storytelling
Company and Brand Championship – company-first mentality
Presentation skills and commanding presence in groups
Teamwork: Consistent clear communication, alignment, organizational EQ, collaboration
Proactive: Be professionally persistent inside and out, and do it with pace, urgency, and energy
Comfort working on a high-performance, fast-paced, and entrepreneurial team.
Detail-oriented and highly organized with the ability to prioritize multiple tasks.
Build Trust, Respect, and no drama: We are in it together, focused on outward results

Key Performance Indicators for this role include:
Revenue, Volume, Profit, and Share Growth
National Account Retail Score Card goal attainment


**Basic Qualifications
A minimum of 5-7 years of relevant account sales experience
Proven success influencing or leading teams in the CPG National Accounts space
Wine/spirits experience
Bachelor's degree in a related field
Must have a valid state driver’s license
Must be based in Northern California

**Preferred Qualifications
10+ years of sales experience preferred
MBA in a related field
Previous ownership of revenue and A&P spending and budgets
Highly proficient with Microsoft Office suite, including Word and Excel, and demonstrated excellence in PowerPoint skills used for presentations
Strong knowledge of pricing management programs
Excellent written, oral, and listening skills
Demonstrated ability to manage multiple projects, set priorities, and complete assignments accurately and within established time frames
Ability to influence others’ actions without authority
Ability to lead, coach, and develop others

PHYSICAL REQUIREMENTS:
While performing the duties of this job, the employee is frequently required to do the following:
Requires frequent travel by air and auto to visit accounts and markets
Extensive computer usage for administrative work
Ability to lift 50 pounds.

WORK ENVIRONMENT:
Work is performed in a typical field environment or home office with frequent meeting visits to the headquarters office.
Moderate demands for movement and lifting.
Frequent travel to customer sites is required. Travel will be 20 to 30% depending on the account responsibility mix.

O’Neill Vintners & Distillers offers a competitive salary and comprehensive benefits package, including medical, dental, vision, and life insurance coverage, short- and long-term disability, a 401(k) with a company match, Paid Time Off, holidays, and more.

*Job posting has been truncated due to character limits; please view the full post on our website.

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Additional Information:

Job Posted:
Friday, October 4th
Type of Work:
Full Time
Job Category:
Job Level:
Associate
Compensation:
$13O,OOO.OO ‍−‌ $17O,OOO.OO + annual bonus potential